New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer.

Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World

Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results

As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.

The Only Sales Guide You'll Ever Need

Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.

Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.

How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing

Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls "contact campaigns". Including presidents, a prime minister, celebrities, countless CEOs, and even the Danish model who later became his wife, Heinecke found that getting meetings with previously unreachable people was easier than ever.

SPIN Selling: Situation Problem Implication Need-Payoff

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you're a sales or marketing executive, team leader, or sales representative.

The Challenger Sale: Taking Control of the Customer Conversation

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

Jill Konrath, a globally recognized sales consultant and speaker, knew she needed help but found that advice aimed at typical workers didn't work for her - or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time savers and sales hacks in order to deliver the first productivity guide specifically for sales success.

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale

Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.

Tele-Sales: How to Get Business on the Telephone

Dr. Kerry Johnson is an international speaker, a coach, and the best-selling author of seven books, including Peak Performance and Behavioral Investing. In this audiobook he will make your telephone a profit center.

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.

The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

Predictable Revenue: Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.

The Closer's Bible: The Book of Books on Sales Training & Techniques to Close the Deal!

The Closer's Bible is necessary material for all professional salespeople. A resource you can refer back to every time you need a refresher on a specific topic or a new word track for an objection. This book exposes the exact word tracks you need to know in order to overcome all objections ranging from "The payments are too high" to "I need to talk it over with my wife", and then dives deeper explaining psychology, body language, and vocal tonality. The Closer's Bible is a weapon which will broaden and sharpen your closing arsenal.

Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere

If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book.

Pre-Suasion: Channeling Attention for Change

The author of the legendary best seller Influence, social psychologist Robert Cialdini, shines a light on effective persuasion and reveals that the secret doesn't lie in the message itself but in the key moment before that message is delivered.

The Ultimate Sales Machine

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art - it’s a simple science.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Publisher's Summary

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.

Now, internationally recognized sales strategist Jill Konrath tells you how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers.

Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules:

Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.

Be invaluable: You have to stand out by being the person your customers can't live without.

Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs.

Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind.

SNAP Selling is the perfect guide for any seller in today's increasingly frenzied environment.

What the Critics Say

"SNAP Selling is a mission-critical tool for building lasting, profitable relationships. Jill goes far beyond defining a sales process by rolling up her sleeves to share specifics about what you absolutely must do to become indispensable to your customer." (Rick Pulito, vice president of sales, BI Worldwide)

"Sales organizations of tomorrow will need to be fundamentally different from today. SNAP Selling will not only radically change your thinking, it's one of those rare books that gives you actionable strategies, steps, and examples that differentiate your approach and ultimately the value of your offering. For the next generation sales force, this is a must read!" (Geoffrey Eitland, vice president sales, Staples, Inc.)

What I like about this book is she focuses on the buyer???s decision process and how sales people can bring value. While there are many good points in this book not sure why so many people on Amazon gave it a 5.

She's right it's really hard to get in front of busy individuals, but her solution is to waste their time be regularly sending them articles via email along with a message like "this article will be useful to you."Also, the entire book seems like a plug for her consulting services.

I really love Ms. Konrath has a great system and this book has helped me organize my thoughts and build my sales strategies. Where the audio book falls down is in the quality of sound, and the reading. It feels cold and monotone. I feel like Ms. Konrath is just speeding through the material without a thought to the listener's process.

Who would you have cast as narrator instead of Jill Konrath?

Anne-Marrie Slaughter

Did Snap Selling inspire you to do anything?

It has given me some strong tools to evaluate my communications with potential clients.

Any additional comments?

I'm actually buying the book rather than listening to the remainder of this audio book. Reading isn't as convenient for my packed train commute to and from Manhattan, but I will get more from the material when I'm not focusing on the quality of the audio and the forced pace of the reader's voice.

If you're selling a product or service that is a high ticket item and you're looking to invest time, research, make proposals, multiple meetings with the company this is a good book, if you're starting in sales and selling a product where you're in and out something that they may or may not need (ex. selling flowers, cakes, catering food, printing service, etc.) then i didn't find this book that great, she was lacking more depth in those types of sales. she mentioned a person selling menu's, I would like to have heard a little more on how this person grew in sales. not many restaurants need menus often, and i see it as hard to compete with another printer as there is not much value you can present to distinguish you from another printer who can most likely do the same thing.

Definitely a good crash course for new sales professionals, and a refresher for experienced Sales reps. Not a lot of actionable material or guidance to build the SNAP practice in to our daily sales activities.

I'm an entrepreneur and I needed a quick and dirty introduction to selling to businesses...this book was more than sufficient. I realized how many things I'd been doing completely wrong and began a course correction. Since I bought this book, I've been able to redirect my sales team and we're now implementing the strategies taught in this book. It's a great beginners (and probably intermediate) guide to B2B selling.